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Testimonials

Any salesperson who can't improve their sales by 20% with the Selling Essentials program probably shouldn't be in sales.

Mark ChilnickKobalt Systems, Frederick, MD

I wanted to share with you my take on the Selling Essentials sales modules. They're tremendous ... I don't like to read business books so the quick 7- to 9-minute format is perfect for me. Your programs make me think before I act. One sale paid for a year's training for our entire company ... really powerful stuff!

Tara LoftusStealth Access Panels International Sales, Reading, PA

I am very impressed! Perfectly framed the problem salespeople have … and illustrated the solution masterfully. The presentation approach is superb, engaging all of the senses to create learning that can be implemented immediately.

Bill MerrowSynergy Sales & Marketing, Phoenix, AZ

I was really impressed by the format. Engaging and easy to use. Your programs are sure to impact the behavior of my sales people ... for the better.

Jim WillisSunair, Ocala, FL

Your training methodology is perfect for my short-attention-span brain. Instead of getting bogged down with lengthy sales training, taking copious notes that I'll never read, I can try out the ideas presented immediately … and probably quantify some measurable results. Great job.

Daniel McClellanFrost and Sullivan, San Antonio, TX

Proud Members Of

Time Management for Sales: The Golden Hours

Access this 8-minute video now and learn how sales reps can maximize their time and win more sales. Discover:

What Golden Hours are – and how they can help you sell more in less time

How to create a Time Optimization Plan that will help you manage your selling time more effectively, and

How to overcome the critical obstacle that keeps reps from maximizing their Golden Hours

Why are we giving you access to this program for free? Because it’s the best way we know to introduce you to a breakthrough way to develop sales talent in your organization.

Here’s how it works: Request your time management training video now and we’ll email you a user name and password that gives you instant access to the Selling Essentials Rapid Learning Center. There you’ll find time management training video and a collection of other training resources for sales professionals. You’ll have unlimited trial access to this powerful library of e-learning modules, reports and fast-read articles.

More information for those who love the details …

Make the most of your sales prospecting time

Time is a scarce resource for your sales reps. They have quotas to hit and accounts to manage, which leaves limited time for prospecting.

So how do they find a balance? The answer lies not in working harder, but working smarter.

A study from MIT examined thousands of B-to-B sales calls in the hopes of determining the best time to make contact with a sales prospect. Conventional thinking would suggest that a sales rep’s best chance at getting through to a prospect would come around 9AM, just as the day was beginning, before meetings and other work can pull them away. Similarly, you might think that between 4 and 5 PM, as most people are trying to get out for the day, would be an ineffective time for calling. But the MIT study revealed something else.

Finding your Golden Hours for Sales Prospecting

Every rep has Golden Hours for prospecting – that is blocks of time where they’re most likely to reach someone. So how do you determine when your Golden Hours are? Well, you can start by making a Time Optimization Plan, or a TOP.

Create a spreadsheet to keep track of how many calls you make, and how many times you make contact in an hour. Use these numbers to calculate your contact rate for that hour. So if you make 10 sales calls in an hour, and you speak with your prospect on 2 of those, your contact rate would be 20%. Repeat this for every hour of your work day, and make a note of which hours have the highest contact rate. Those are your “Golden Hours”.

But that’s not the whole picture; those numbers only show you the Golden Hours for one day. Do this for every day of your work week, and you’ll have a much clearer picture of where your “Golden Hours” lay.

Ultimately, you’re TOP might end up looking a bit like a calendar, but it’s more than that. It’s a planning tool. Many other tasks will end up on your schedule every week. The TOP simply highlights the high-value hours so you can plan accordingly.

Protecting your sales prospecting hours

Once you’ve figured out you’re Golden Hours, it’s critical that you treat them like…well, gold. In order to get the most out of your Golden Hours, you must be absolutely ruthless with that time. Schedule no meetings, allow no interruptions, and permit no distractions during those Golden Hours. Remember, they’re a finite resource, and effective use of that time can spell the difference between mediocrity and sales success.

Request a Free Demo

We'd love to show you how this industry-leading training system can help you develop your team. Please fill out this quick form or give us a call at 877-792-2172 to schedule your one-on-one demo with a Rapid Learning Specialist.